10 TIPS TO BUILD YOUR UNBEATABLE SALES TEAM

1)Lead as a Winner

As a sales director, all eyes are on you.  Building an unbeatable sales team takes more than analyzing revenue numbers, territory planning or sales skills assessment—it takes leadership.  Talented salespeople have an innate and trained eye to distinguish between what people say and how they act.  As they say, “walk your talk.”

When you treat a client with respect and patience, your sales team notices. When you step up to negotiate a better price, or praise a new hire for a well-executed closing, your sales team notices… The greatest motivational talk means nothing if your sales team sees you hiding in your office or delegating tough client calls. If you want your salespeople to be winners, lead as a winner. Your sales team is watching!

2) Become a thought leader. 

All salespeople like to play on winning teams. So, keep abreast of the latest industry trends and connect to other thought leaders. Sharpen your speaking skills and get on podiums. The more you’re sought out, the higher your company profile–and the greater the respect and motivation for your sales team.

3) Align your compensation with your sales goals.  

Put some thought into your sales compensation package. Salespeople will always sell what’s easiest and/or most lucrative for them personally, so make sure to reward sales that meet your goals first. The bigger the sales carrot, the greater the chance of getting your sales team to nail those higher-profit, higher-risk sales prospects.

4) People first, numbers second.

I recall training one salesperson who complained that he felt trapped in a box. That’s because his sales manager focused more on CRM data than on actual selling behavior. When you micro-manage by the numbers, you don’t notice why you’re missing sales. Maybe one “poor performer” simply needs a confidence boost to push for the close. Maybe another hasn’t learned to adequately explain the benefits of doing business with your company. Use CMR systems to support your salespeople, not to dictate winners and losers.

5) Keep your sales and marketing tool box full.

Remember: No two clients are alike. Some like reams of numbers and research before they buy; others are interested in testimonials and anecdotal information. So, make sure your sales team hits the road with everything they need to support your brand and tell a consistent sales story: up-to-date presentation decks, marketing research, competitive data, case studies, and so on. That way, your salespeople can mix and match to customize approaches for each prospect and client.

6) Champion your sales team. 

As sales manager, you’re the middle of the Oreo cookie,As sales manager, you’re the middle of the Oreo cookie, answering to “corporate” above while managing your team below. So, take special care to protect your sales team from the slings and arrows fired from above. Explain corporate goals and concepts to your sales team, and make sure you incorporate your company’s proscribed strategies and tactics. But at the same time, champion your sales team! Especially during times of crisis, let your team know that you’re on their side and always looking out for their best interests. A happy sales team is a winning sales team, which is all any company could hope for.

7) Share what you know.  

As someone who’s already climbed the corporate ladder, you’re in perfect position to support and mentor those below. When your salesperson wants to reach an elusive decision-maker, make an introduction! If another has a belligerent client she’s avoiding, step in and offer guidance. Use your experience and judgment to help your best people get even better at their jobs. Just remember: You’re offering help, not a hand-off. Stay on the side of supporting your team member.

8) Get acquainted with the other departments.  

Company departments tend to operate like apartment units: They might all be in one building, but the occupants only see each other in the hallways. Why not break the ice? Marketing, product development, promotion, packaging, design and even human resources all offer valuable expertise, insight and objectivity for your sales team–and vice-versa. So, schedule some cross-department meetings for trading information. A holistic company view means that everyone is invested in the success of your sales team. Don’t save the introductions for the holiday party!

9) Keep the big picture handy.  

Your sales team might know every particular about their top 10 clients, but how much do they know about their market overall? Do they know the big players, the potential threats, the growth areas? Everything that happens in the marketing landscape affects clients and their spending decisions. So, when your salespeople know the big picture, they know how to approach clients as equals–as solution consultants, not merely salespeople. Provide your sales team with a reading list about your market, subscribe to industry publications, as well as specific social media to follow and contribute. And, send them to educational conferences and events. Remember, in sales as elsewhere, knowledge is power!

10) Commit to sales training.  

This is a no-brainer. An ongoing, customized sales training program ensures that veteran salespeople are always performing at their peak, while new hires are brought swiftly up to speed. Whether you choose in-house group training, individual coaching, video conferencing or webinars, training is one budget item that always pays big dividends.

Here’s to you on your sales leadership. Your sales team thanks you.

© Helen Berman, 2018  Thanks for reading.

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For your 30-minute FREE consultation, please contact me.

I provide companies with sales skills and marketing strategies to increase revenues and profits. Our customized sales training and one-on-one coaching motivate sales teams to perform as expert solution providers. Sales executives turn to me when they need a trained eye and objective perspective to create new paths to sales growth.

Best of selling
Helen Berman

Berman Sales Institute
310-230-3899
hberman@helenberman.com
www.helenberman.com

SALES SKILLS AND MARKETING STRATEGIES